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Mastering the Art of Objection Management

Mismanaging an objection during a sales encounter can prove to be very costly.If you can't convince the client when they object, your chances of winning thesale goes down tremendously.

Enough of the common approach of simply "handling objections," it's time to"master objections" to win more sales!

Why should Salespeople attend this program?

1. It will build your confidence and view objections more positively2. You will learn the real value of managing client objections and questions3. You will be armed with tools to move the clients from stalls and excuses to securing more sales

B. Mismanagement of the Sales Process 1. Forgetting to Open the Sale before you can Close 2. Lack of Preparation and Analysis 3. Failure to Match your Approach to the Customer's Buying Stage

Module III - Mastering Objections to Win More Sales

Learning Activity: Analyzing the 10 Most Common Objections you EncounterA. How to differentiate a Valid Objection from a Smokescreen 1. What is an Excuse? 2. What is a Smokescreen? 3. How to distinguish one from the other?

B. The 4 Phases of Objection Management 1. Acknowledge the Objection 2. Probe deeper to isolate the "real" objection 3. Address the Objection 4. Clarify if client is ready to move to the next step

D. Addressing Specific Client Issues to Close the deal 1. Objections based on Time, Need and Relevance 2. Objections based on Price 3. Objections based on Information and Authority 4. Objections based on Competition and Price

TERMS AND CONDITIONS:

The P1, 499+VAT per participant, per seminar rate will be applied for reservations made until August 10, 2017 and paid within the assigned due date

The P1, 699+VAT per participant, per seminar rate will be applied for reservations made starting August 11, 2017 and paid within the assigned due dateand P1, 999+VAT per participant, per seminar will be applied for on-site payments.